Christmas comes but once a year, so the saying goes, and for some of us, it can feel somewhat dragged out, as it seems to start earlier and earlier every year. With huge promotions and discounts like Black Friday and Cyber Monday seducing us to spend our money and the stores getting busier and busier… Read More
As a sales trainer, I often hear sales delegates asking how to get over some of the tricky objections. The most common of course being “I have no budget”, “wrong time of year” “I can get it cheaper elsewhere” etc. Dealing with objections can be tricky and if sales people cannot anticipate what is coming,… Read More
It really is true. It works so well too. However getting sales people to learn this technique is no easy task. Let us first of describe what we are talking about.
How many of you watched Deborah Meaden retract her offer of investment this week on Dragon’s Den? What a truly great example of a Sales Person getting in the way of the buying process.
The new season of Dragon’s Den is upon us, (for those reading this in the USA that would be Shark Tank to you) and we have new dragons, very exciting. I am always dumbfound by those people who go in and not know their numbers or the answers to the very basic questions, it is… Read More
You have a sales team right? Made up of terrific people all very nice, relationship focused and brilliant at a building rapport. There is something missing though. They are reluctant to pick up the phone and hate cold calling. They hold off on calling larger organisations preferring instead to call smaller clients keeping to a… Read More
The Write Stuff: Creating an Effective Proposal In my role as a Trainer, I get to visit some cracking organisation and work with some amazing sales people, some are truly terrific at working on the rapport and asking great questions, whilst others are hungry for the close and look to sell solutions to problems… Read More
Customer Service – “Guest is God.” Recently there was a TV show on the very grand Taj Mahal Palace hotel in Mumbai. It was one of those documentaries about how they treat their customers and the very high standards they uphold. Their concierge was asked about what he thought of his own service standards to… Read More
Conversation or Interrogation – The Power of Questioning in Sales I spend a lot of my time coaching sales people and it is no surprise to find that they know an incredible amount about their own markets and products. This knowledge for the most part is coming from trade press, in house information and research… Read More
Sales – Prepare to set ‘Sale’ or Prepare to Fail. This week I have been running my Sales School here in Bath at the Co Working Hub. It is a terrific venue, really well laid out. Style wise, it reminds me of a mixture of Grange Hill and Mad Men blended together to create a… Read More
